'That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common? They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. “Event” is perhaps not the right word to use. Dreamforce is the world’s largest gathering of Salesforce users, practitioners, and evangelists.

'You’ve heard the term “Decision Paralysis.” ” Heck you’ve probably encountered any number of prospects who suffer from the malady. Decision paralysis leads to long sales cycles and is the bane of most salespeople. But there is another phenomenon that affects the sales process in equal measure. It’s when buyers out-right make the wrong decision. 8 Risk vs Reward.

'Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. You’ll find them and more in our new Top Marketing Tools of 2014 guide. We’ve scoured the marketing landscape to identify what we believe are top tools for B2B marketers. And you can learn all about them in this multi-media guide! Think we missed something? Sales Tools/Product Reviews

'Complex sales can be hellish. They usually involve wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes. What turns ordinary people into Buyers from Hell is that they don’t wake up one day and say, “I know the exact extent of my challenges, who I should talk with, and what I need to know in order to solve them.”

'What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? That’s what Velocify , along with Steve Martin , author of the “Heavy Hitter” series of books on enterprise selling, set out to discover. They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer. How about you?

'Next week I’ll join over 100,000 others in what will be the world’s largest migration of the Salesforce.com ecosystem and the largest software event to-date. Destination as always, is San Francisco, beloved city of Salesforce CEO and Grand Host Mark Benioff. What do you do if you’re one of the tens of thousands who want to make the most of their journey? What about the 1,400 sessions?

'Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet executive buyers believe only 8% of salespeople are focused on driving a “valuable” end result for the buyer.[1] 1] That buyers feel their needs are being ignored by salespeople surely can’t be for lack of trying. Something is clearly going wrong in the process of communicating value. Why the disconnect? What’s happening during sales conversations, and why deals fail to close, may both have something to do with the curse of knowledge. Be specific.
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'Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? I have to give him some credit – he got my attention and raised a very important question. I wanted to know what drove him to write the article and I talked with him last week. Bluntly stated, he’s firing a warning flare to get our industry (including investors, CEO or executive committees, sales, marketing, etc.) to pay a lot more attention to making customers successful, or risk a devastating blow. He has a good point.
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'CRM as a strategic advantage. Implementing CRM across your sales organization is a big and exciting deal. After what was likely a long needs-analysis and a long period of researching the various CRM options, you have—or had—high expectations. What were they? Were you expecting to have a great deal more insight into your sales pipeline? Were you expecting to gain a better way to judge the forecast? Were you hoping to instill more accountability across the sales organization? Were your expectations meant? The disconnect between expectations and actuality. Do not let that happen.
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'How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Something, in otherwords, will have to change. You can’t expect different results by doing the same thing. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. know it doesn’t help that there are thousands of applications to pick from. InsideSales. Marketing automation. Mobile Selling.
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'With more than 1,000 sales tools on the market, everyone feels a little uncertainty. Not only do you have to decide what’s worthy and what isn’t, the sheer volume makes you wonder if you’re ahead or behind in the adoption of tools. You have vendors and peers speaking at events, conferences, and LinkedIn groups and it’s enough to make you feel that your company must be the only one that’s not keeping up. Or perhaps you’re on the other side of the fence. You feel you’re ahead of the game and want proper recognition for your initiative. Let me give you a little background on the survey.
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